A company makes webconferencing software with features that integrate directly into users' back-end systems such as iinventory,order processing,shipping,tracking,CRM,and tech support systems.Using this software,companies can hold internal meetings as well as giving sales presentations that allow them to check inventory in real-time and place customer orders during the presentation.Quite often,salepeople for the software company make sales presentation to prospects using their own software to show off its capabilities.
-How is precall planning different when presenting to a current client than to a new prospect?
A)It is more important for new clients,as current clients have the same needs they did when they originally purchased the product,but new clients' needs are unknown.
B)It is more important for new clients,as the salesperson must have a more polished,smoother manner with new clients to earn their trust.
C)It is useful to do precall planning with both old and new clients if you have the time to,but a good salesperson can conduct an effective sales call without prior preparation.
D)It is equally important for both types of clients,as current clients' needs may have changed since the original purchase.
E)It is more important for current clients,as the stakes are higher that they will reject a proposal once they have used the software.

Question

Quizplus · Accepted Answer

Precall planning is equally important for both current clients and new prospects, as both may have different needs and requirements. Current clients' needs may have changed since the original purchase, and it's essential to address those during the sales presentation. Similarly, for new prospects, it's crucial to understand their needs and tailor the presentation accordingly. A good salesperson should always do proper precall planning before any sales presentation to ensure its effectiveness.

A Company Makes Webconferencing Software with Features That Integrate Directly